Effective salespeople get people to communicate with them. It’s not always easy. You leave a message, send an email, then wait for something, anything that lets you know they know… read more →
We have a saying: “Strategy is great, but execution is everything.” Now think about that. We all know companies with great products that have failed. It’s often a breakdown at… read more →
It’s fascinating helping more and more companies develop customer-facing whiteboards. This is pre-defined, visual sales storytelling that engages the customer and drives good sales discovery conversation. The best teams do… read more →
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data… read more →
They say that nice guys finish last. Really? In sales, nice guys can finish first and win the deal. Of course, turkey salespeople can win deals sometimes too. But more… read more →
No, not really. They could become outmoded if one’s not careful. But it won’t be because they’re not needed to proactively initiate and drive well-executed sales cycles. In truth, it… read more →
There were five vendors competing for the business of a billion dollar organization. The solutions were similar but one vendor stuck out like a sore thumb and won the business.… read more →
Everyone sells and for the most part everybody knows how to sell, whether intuitively or from professional experience or training. The key today is in truly optimizing how you sell… read more →
The worldwide #1 sales rep sat in his office in early January and wondered how he was ever going to repeat his record breaking $1.1M sales result from the previous… read more →
In Rule 13 one of the three components of PAR Time was to spend 15 minutes daily reading industry publications and/or inspirational material on sales and motivation. Indeed the cumulative… read more →